Lead Specialist, Sales

Pearson VUE

Lead Specialist driving growth for Pearson’s Test Prep by forming partnerships across India. Managing sales cycle and collaborating with internal teams to deliver customer solutions.

Posted 6/30/2026full-timeBangalore • 🇮🇳 IndiaSeniorWebsite

About the role

Key responsibilities & impact

Own revenue growth for Pearson’s Test Prep portfolio across assigned geographies, customer segments, or named accounts in India, delivering against new business, renewal, and expansion targets.
Build and manage a healthy pipeline through prospecting, referrals, events, channel activity, and self generated outreach across coaching centres, schools, school groups, and other relevant education partners.
Use a consultative, solution-selling approach to understand customer priorities, teaching models, learner needs, operational constraints, and commercial drivers, then translate those insights into tailored proposals.
Sell digital-first and blended solutions, including platform-based products, assessments, content, services, and implementation approaches that address customer needs and improve learner outcomes.
Lead high-quality discovery conversations with owners, directors, centre heads, principals, academic leaders, and procurement or administrative stakeholders to identify decision criteria and buying processes.
Conduct compelling product demonstrations and solution presentations that clearly articulate value, differentiation, implementation requirements, and return on investment.
Create account and territory plans for priority customers, identifying whitespace opportunities, multi stakeholder engagement plans, competitive risks, and growth actions.
Manage the full sales cycle from lead qualification through proposal, negotiation, closure, onboarding handoff, and post-sale follow-through.
Develop strong relationships with key decision-makers and influencers, positioning Pearson as a trusted partner rather than a transactional vendor.
Partner closely with marketing, product, customer success, finance, and operations teams to shape customer solutions, support launches, and ensure smooth delivery and adoption.
Track activity, pipeline health, forecast accuracy, and account progress consistently in CRM and other business systems.
Stay close to the Test Prep market in India, including competitor moves, customer buying behaviour, digital adoption trends, and changes in the coaching and school landscape.
Support collections, commercial hygiene, and contract compliance in partnership with relevant internal stakeholders.
Represent Pearson in customer meetings, local events, partner forums, and other market-facing opportunities to strengthen brand presence and commercial momentum.
Share market feedback and recurring customer needs to help inform product enhancements, sales plays, and go-to-market improvements.

Requirements

What you’ll need

Proven sales experience in education, edtech, digital learning, test preparation, SaaS, or other solution oriented B2B or B2B2C environments.
Strong track record of meeting or exceeding revenue targets through a combination of new business acquisition, account growth, and customer retention.
Experience selling into coaching centres, schools, higher education institutions, or other education focused organisations in India is strongly preferred.
Demonstrated solution-selling capability, with the ability to diagnose customer needs, manage multiple stakeholders, and align product value to educational and commercial outcomes.
Confidence presenting digital products and leading customer conversations that move from needs discovery through business case and close.
Strong commercial acumen, negotiation skills, and the ability to manage pricing, proposals, and contracting discussions effectively.
Ability to work across a matrixed organisation and collaborate productively with cross-functional teams.
Strong planning, organisation, and follow-through, with attention to detail across the full sales and post-sale process.
Proficiency with CRM systems, Microsoft Office, and other core sales productivity tools.
Good understanding of the India education landscape, especially the Test Prep and coaching ecosystem, digital adoption trends, and customer expectations.
Excellent communication and relationship-building skills in English; additional regional language capability would be an advantage.
Bachelor’s degree required; MBA or equivalent commercial qualification is an advantage.

Benefits

Comp & perks

Specific benefits not listed in the job description.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Revenue GrowthSolution-SellingAccount ManagementSales Cycle ManagementProposal DevelopmentNegotiation SkillsMarket AnalysisDigital Product PresentationCustomer Needs DiagnosisContract Compliance

Soft Skills

Relationship BuildingCollaborationPlanning and OrganizationAttention to DetailConfidence in Presentations

Certifications

Bachelor’s DegreeMBA or Equivalent Commercial Qualification